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  • 2. Executive Summary Social business has emerged and accelerated into a bona fide business practice at an incredible pace. By their very nature, social media and thus social business are constantly evolving and social practitioners must sprint to keep up. And social is growing; brands now rely on an average of 29 employees to manage over over 20,000 daily interactions across 50 social accounts. While social media practitioners must continue to expect and adapt to change, it is important to take note of the lessons we have already learned and to bring new members of growing social teams up to speed. The Spredfast Social Business Textbook establishes a foundational curriculum that gets back to basics, outlining eight major social business concepts with thorough explanations, textbook examples, and thought-provoking questions throughout to assess social media aptitude. The Spredfast Social Business Textbook syllabus covers several important subjects, from social listening History to the Chemistry of combining paid, owned, and earned media. This 46-page Textbook provides an in-depth review of key concepts, strategies for success, planning action items, and brand examples for practical application. INTERNAL EXTERNAL BRAND ENGAGEMENT BRAND ENGAGEMENT 51 SOCIAL ACCOUNTS 1.8M TOTAL NETWORK SIZE 29 BRAND USERS 47M SOCIAL REACH 1,641 ACTIVITIES/MONTH 666,667 INTERACTIONS/MONTH 410 ACTIVITIES/WEEK 166,667 INTERACTIONS/WEEKSpredfast Social Business Textbook 1 Volume I First Edition
  • 3. Table of contents: 3 History Social Listening: Learn how concerted listening efforts focused on the people, conversations, and relevant activity about your brand can yield valuable insights to understand past events, inform current decisions, and improve future outcomes. 7 Government 3 7 Social Organization & Governance: Learn how to combat brand anarchy by defining internal structure and ensuring the right rules and guidance are in place to protect both the brand itself and the people behind the social activity. 13 Music Orchestration: Learn how to orchestrate multiple people having multiple conversations across multiple accounts on behalf of your brand by implementing workflows, approval paths, and coordinated content distribution. 18 Math 13 18 Measurement: Learn how to embrace social media measurement to perform a goal-oriented analysis of your social program performance. 24 English Creating Social Content: Learn how to create and curate great content for social distribution and how to converse with customers in ways that create value for your network and achieve social business objectives. 29 Social Studies Segmentation and Targeting Social Audiences: Learn 24 29 how to segment audiences based on demographic and technographic data provided by social networks and how to target tailored messages to individual segments. 34 Student Council Social Engagement & Community: Learn how to create meaningful experiences on social channels that engage your audiences, inspire action, and build brand awareness and loyalty. 40 Chemistry Paid/Owned/Earned: Learn how to combine owned assets with earned audience interactions and paid advertising to 34 40 optimize social business efforts.Spredfast Social Business Textbook 2 Volume I First Edition
  • 4. History History reveals details to help groups of people understand past events, I [Social Listening] inform current decisions, and improve future outcomes. And in social media, zeroing in on the people, conversations, and relevant activity about a particular brand, product, or industry through concerted listening efforts can provide valuable historic insights. Your social “history” might trace back to things said by customers, prospects, and influencers months ago, or it might be activity that happened earlier today. But knowing how to collect and study the social activity that pertains to your brand, and creating a plan to do so in an ongoing way, can provide you with a detailed history of the people, topics and focus areas that matter to your company. D E MO G R A PHIC S, I NT ER ES HI SOCIAL U TS , SER ST OR NE PR TW IC A C OR L IN ON OF KI TE N FO ILE V R AC T ERS RMAT S SOCIAL I O N S, R E L E VA N T N ATI O N HIST ION LISTENING NG O OT E RI S RI TO S E I ON R E A L TI M E M CS PI TO N IO S AT HAS H TAG N VER S , K E Y W O R D S , CO Figure 1.1 Social Listening is a continuous process of monitoring conversations, users, and interactions for insightsSpredfast Social Business Textbook 3 Chapter I History
  • 5. I. Identifying pertinent conversationsMost of the millions of Tweets, Facebook posts and social Socialconversations that take place each day won’t have adirect implication for your brand. However, a subset of this Listeningactivity represents social consumers talking about your ’so-shəl ’li-sən-iŋbrand, your products and services, your competitors, oryour industry. For brands to be proactive social historians (v.) The act of monitoring conversations– learning what is being said, when it’s being said, and by taking place across social networkswhom – a listening plan should be in place that identifiesand tracks: • Your brand name place to store this activity is critical for tracking trends • Acronyms associated with your brand(s) and emerging preferences over time. The ability to store • Specific brand product names and references and reference these conversations will allow your brand to better create and assess a “big picture” perspective • Specific brand service names and references of the Who, What, When, Where and Why of important • Names and acronyms associated with your core things being said across social channels. competitors • Event or conversation specific hashtags used by Brand Evaluate how your brand is currently your target audiences Action cataloguing and archiving social conversations, Item and assess if this current approach is allowing Brand Catalogue the various names, topics, themes your company to view and access the entire Action and users that are relevant to your brand to breadth and depth of historical activity. Item determine which should be monitored in an ongoing manner. III.Tracking historical Details about Social II. Cataloguing conversations for future referenceHistory happens over time. But because social networks Network Members No two social customers are alike. Some have praised you in the past whereas others have given not-so-don’t allow you to search for conversations that great feedback about you online, and both are subjecthappened past a relatively short timeframe, having a to change with each new brand interaction, whether it Those who cannot remember the past are condemned to repeat it. – George SantayanaSpredfast Social Business Textbook 4 Chapter I History
  • 6. happens socially or in real life. Some users have few • Notes and relevant context – complete the picturefollowers while others maintain large networks, and the with contextual notes for future referencedegree of influence is not solely based on that number.Important details to help assess the comprehensive Brand Document the types of information that arerelationship and impact of social users include: Action interesting and/or important for your brand to • Biographical information – a social user’s Item understand about social users and determine autobiography, what do they want you to know how your company can best capture this about them? information so it can be referenced by team members in the future. • Conversation history – don’t rely on hearsay, track actual conversations Learn Presentation: DESKTOP Knowing and Delighting Your Social Customer More book Tipsheet: Knowing and Activating Social Customers Online book Tipsheet: Social brand interactions in 2012 at a GlanceQuestions for further discussion:1. What are the most important brand, product, or 3. How is your brand collecting and storing insights service keywords to monitor? Are there timely or about interactions with social users? campaign-specific monitoring efforts that need to be 4. Would archiving social conversations help your brand planned? analyze activity over time? And if so, how are you2. Are there existing chats, such as those on Twitter approaching this effort today? using hashtags, or taking place in LinkedIn Groups, which would benefit you to follow?Spredfast Social Business Textbook 5 Chapter I History
  • 7. Brand Jason’s Deli listens for direct brand mentions (@jasonsdeli) as well as indirect mentions (#jasonsdeli, jason’s deli) and example responds to positive, negative, and neutral comments. Jason’s Deli Social customers are often pleasantly surprised just to be heard and acknowledged. By listening proactively, Jason’s Deli is able to: Answer a customer inquiry Influence a customer’s purchase decision Address a negative customer experienceSpredfast Social Business Textbook 6 Chapter I History
  • 8. Government II [Social Organization & Governance] Governmental bodies serve to provide oversight, guidance, and checks and balances to ensure harmony and prosperity. And while social media channels provide individuals with the ability to share and engage however they see fit, this laissez-faire approach doesn’t scale for brands looking to achieve real business outcomes through social programs. The average company is managing more than 51 social media accounts with help from more than 29 internal employees. If oversight and governance are not built into corporate social programs, brands can quickly become unorganized and run the risk of employees participating in inappropriate activity. Brand anarchy can be combatted by defining internal structure and ensuring the right rules and guidance are in place to protect both the brand itself and the people behind the social activity. PEOPLE GOALS PROPERTIES PERMISSIONS Figure 2.1 A governance framework that aligns the right people to the right social properties with appropriate permissions helps achieve social goalsSpredfast Social Business Textbook 7 Chapter II Government
  • 9. I. Defining goals and parameters - a ConstitutionBefore a Tweet, Facebook Post or LinkedIn Company SocialPage status update is made, smart brands havealready defined the goals and parameters of their Organization &social presences. Brands must then clarify whichpeople, departments, channels, and accounts should be Governanceactivated to achieve designated business goals. ’so-shəl ’or-gə-nə-shzā-shən • Social business goals – defining progress. Clarifying ən(d) ’gə-vər-nən(t)s the expectations your brand has for its social presence will aid in identifying who should be (n.) A set of rules, guidelines, and contributing, how they should be socially present, procedures put into place to establish and what activity will help drive these goals, and protect brand activity in social media ultimately, how success will be defined. Some of the most common and highly cited goals for social programs include increasing brand awareness, providing a better customer experience, generating • Specialized presences – local branches. Municipal, sales, tailoring brand experiences with key state, and federal government structures exist audiences, and building brand loyalty. to provide scale-appropriate services to their • Company departments – governing bodies. Just constituents. Similarly, many brands have an as there are multiple departments and agencies opportunity to engage with their customers on involved in running a healthy government, a robust a more localized or specialized level. Beyond social program involves multiple departments, not a central set of corporate social accounts, just Marketing. Social media can provide utility and brands with multiple store or office locations, value across many, if not all, areas of the business. geographically diverse audiences, or differentiated Perhaps your sales department is interested in product offerings can expand and personalize increasing online sales or lead generation efforts social experiences for their communities by by converting social community members. Or segmenting social presences. Proven approaches your Public Relations team wants to increase include: location-based accounts for retail stores word of mouth and brand loyalty through social to accommodate hyper-local interests, state-based engagement. Aligning the right departments with accounts for membership-based organizations to their corresponding social goals will help identify communicate local issues, or national accounts that the right people and resources to fuel social success. provide language and culture-specific content. That government is the strongest of which every man feels himself a part. – Thomas JeffersonSpredfast Social Business Textbook 8 Chapter II Government
  • 10. Brand Assess the current status of your social Action programs and determine which goals you Smart Social Tech Tip: Item plan to achieve as your programs grow. Structuring and growing social programs for brands Define which departments should participate can be more effectively organized when centralized in ongoing activity and align them with the from one location – such as a social media proper social media channels and accounts. management system – where all social networkII. accounts can be run, different levels of access can Identifying contributors - be assigned for users and all social media activity Electing Social Officials can be seen and assessed by corporate strategists.For maturing social brands, social media is no longerone person’s job. The Marketing department, or perhapseven a dedicated Social Media Director or team, might comes in many shapes and sizes, but its core purpose isoversee the lion’s share of social activity, but independent to protect both brand integrity and the employees whocontributors across the organization can help a company are creating public conversations on behalf of a brand.flex its content and expertise muscles. Based on The resources to achieve both of those often include:predetermined business objectives and desired social • A Social Media Policy outlining the Do’s and Don’tspresence, your social team might include: for socially active employees • Team leads to oversee department activity • A best practices guide for engaging with online • Dedicated community managers to respond to communities and audiences on behalf of the brand customer needs, questions, and ongoing social • Training on how to use social media sites and conversations software programs to manage corporate social • Subject matter experts to contribute specialized activity knowledge • Ongoing education, covering everything from • “Field” contributors such as part-time contributors emerging social trends to platform feature and from specific locations functionality updates, to lessons learned across • External and guest contributors your team • Third party resources like conferences, online Brand Map out the ideal mix of potential social webinars, or written resources to help educate and Action contributors based on content needs inspire team members Item determined by your business objectives and audience expectations. Brand Consider the tactics for social guidance above Action and evaluate which elements you currently Item have in place, what else is needed to betterIII. Providing guidance – The Social Bill of RightsEquipping internal teams with guidance and best equip socially active team members, and what you can incorporate moving forward to fuel ongoing social success.practices is a precursor to social success. GuidanceSpredfast Social Business Textbook 9 Chapter II Government
  • 11. IV. Assigning Access and Permissions - implementingChecks & Balances • Organizing the infrastructure of accounts and people using systems and tools to help scale productively and reduce the opportunity for oversight or security errorsWith a growing number of brand accounts, socialcontributors, and activity taking place across multiple Brand Assess and align individual social contributorschannels each day, having an organized plan in place to Action with accounts and strategic directionscale social programs is essential. Just as governments Item to enable social contribution. Identifyuse a system of checks and balances to ensure that infrastructure needs such as a social mediano single group or branch has disproportionate power, management system to organize and scalethe same should be considered for social brands. Every ongoing social has a unique structure based on variousorganizational elements, however each should start by: • Equipping internal teams with the right level of access (planning, publishing, analysis) to appropriate social accounts • Providing strategic direction and functional guidance through initial and ongoing training Learn book Tipsheet: Social Structure and Organization Trends More DESKTOP Presentation: Scaling Social Media Programs across the Enterprise Online compose Blog Post: Adopting Social Media Company Wide Tipsheet: book How Does Your Social Garden Grow?Spredfast Social Business Textbook 10 Chapter II Government
  • 12. Questions for further discussion:1. What are your strategic business goals for your social 3. What type of guidance does your company need programs? How do they align with other internal to provide to social contributors? Do you need to goals and which are highest priority to illustrate have legal or executive guidance? Which ongoing social success? resources will maximize success?2. Who are the people who should contribute to social 4. What is the ideal organizational structure for activity for your brand? What is the difference in social activity? Would centralizing social activity the strategy and approach of different groups and via a technology solution aid in consistency, accounts to best engage social audiences? permissioning, and reporting? A social business understands that not all employees are created equally, and yet some of them are not only connected to multiple social networks, but they are actually great representatives of the Social Business for Complex organization itself. These companies match Organizations up employees with opportunities in social both internally and externally. – David Armano, EdelmanSpredfast Social Business Textbook 11 Chapter II Government
  • 13. Brand example There is no one right way to organize your social presence. A few common AARP/AT&T/ configurations include organizing business unit, geographical location, or by USA TODAY product offering. In addition to operating a corporate handle, AARP uses state-level accounts to provide relevant local information to members of the non-profit organization geared towards serving people 50+. Want to connect with AT&T? To keep tabs Some brands choose to organize by specific on company updates? To get customer product or service offering. Take USA Today, support? To find a deal? To find a job? the nation’s number one newspaper in print Whatever the case—they have a tailored circulation, for example. They organize their account to connect with you. social presence by news category.Spredfast Social Business Textbook 12 Chapter II Government
  • 14. III Music [Orchestration] The difference between a symphony and a cacophony of sound is the orchestration of many musicians hitting the right notes at the right time. Similarly, brands building social programs must orchestrate multiple people having multiple conversations across multiple accounts on behalf of their company. But as in any orchestra, not all social contributors should play the exact same part. Some will be more skilled in creating custom content to build awareness around brand marketing. Others may be focused on finding, responding to, and resolving customer needs. Some contributors may solely focus on analysis of and reporting on program success. And at the administrative level, a smaller group might be responsible for providing access, assigning activity, and approving content. ACTIVITY CONTEXT/ NOTES ASSIGNMENTS ALL WORKFLOWS USERS APPROVAL CONTENT PATHS LIBRARY Figure 3.1 All social team members need to be supported with resources and workflows to coordinate social activitySpredfast Social Business Textbook 13 Chapter III Music
  • 15. I. Composing different tracks with User approval pathsNot all social contributors need the ability to publish. OrchestrationIn fact, many companies find that having approval or-kə-’strā-shənprocesses helps maintain brand integrity and decreasesthe likelihood of erroneous or “off-brand” messages (v.) The act of concerted coordination acrossfrom being published. Company-specific traits such as brand activity, contributors, and interactionindustry or organizational structure can influence the on social media channelslevel of oversight necessary, but other key factors indetermining the need for approval paths often include: II. • The number of contributors to specific accounts – more content contributors often require the need Orchestrating activity with for more oversight workflows and assignment • Industry regulation – brands in highly regulated With the average brand activating 29 people across the industries such as Financial Services and company in social initiatives, a standardized workflow Healthcare often require more concerted approvals is a necessary element for efficiency. Social team leads from Legal or Public Affairs often find that assigning outbound activity days or weeks in advance can help ensure activity continuity • Message content – corporate-sanctioned and message harmony across accounts. The team messaging such as official news, information or member who first reads an incoming item might not be public announcements often require corporate the right person to provide an answer and needs a way communications sign-off to pass the message along. Further, individuals may • Legal Matters – content that could include surface valuable insights that should be shared with the corporate disclosures regulated by agencies such entire team. Establishing a workflow that enables the as the FTC or SEC should take a pass through Legal following actions can increase efficiency and free up • Triaged Community Management - conversations time for meaningful, real-time customer engagement: with an escalated response path such as • Schedule and assign activity to teams or complaints, public harassment, or sensitive individuals to encourage a regular cadence such as information weekly blog posts, daily Tweets or timely Facebook updates Brand Audit the types of social content, • Triage inbound communication and assign activity Action contributors, and legal implications that may follow-up to individuals or teams best suited to Item impact the need for approval processes for address social customers’ needs social activity. Outline the correct pathways to route this activity before public publishing. • Highlight activity that does not require a response but provides valuable insight to team membersSpredfast Social Business Textbook 14 Chapter III Music
  • 16. Brand Decide your company’s ongoing activity Action assignment, internal social sharing, and Smart Social Tech Tip: Item conversation workflow needs. Establish Implementing workflows and approval paths processes and assess whether technology isn’t offered through the native social networks, solutions can make this a scalable reality. however, this orchestration can be made possible across small and large teams alike through the useIII. of a social media management system. Sing from the same hymnal- Centralizingcontent for distribution Brand Audit which content, such as approvedSocial conversations revolve around content and Action responses, timely content for promotions,message creation. Creating on-brand, accurate content Item and approved multimedia, should be easilyfor real-time conversations can be challenging. From accessible to your brand’s social orchestration perspective, one of the largest tasks Establish a way to centralize this content andcompanies face is equipping team members with a provide access to social team members forcentralized repository of content or approved messaging efficient and scalable engagement.for scaling conversations. If a customer poses a productor services-related question on Twitter, the Care team IV.should be able to access approved content to Tweet anappropriate response immediately. If a Marketing teammember wants to include a picture in a Facebook post, Conversation Moderation Each of the tactics within social orchestration builds upthey should be able to easily locate a suitable image that to a larger need for brands to moderate conversationsadheres to brand guidelines. Having these resources across teams and internal stakeholders. Taking actions ofreadily available provides real-time, on-brand messaging assigning content and response and putting activity intoand reduces bottlenecks that delay or prevent response. workflows are often the first level of helping moderate conversations. But what about when something needs Learn compose Blog Post: Operationalizing Social Media 5 Steps to More DESKTOP Presentation: Using Processes, Workflows and Organization to Optimize Social Programs Online compose Blog Post: Strategic Social Media Means Thinking Internally FirstSpredfast Social Business Textbook 15 Chapter III Music
  • 17. to be escalated to higher level of scrutiny? And how conversations have been responded to, or thatto do brands prioritize tens, if not hundreds, of daily team members aren’t double respondingconversations to decide what needs response, and then • Decide how to best track response times andtrack how long it’s taking the team to actually take actions across team members so that the brandaction? To better prepare for effective conversation can measure response times and averagemoderation, brands should: performance across team member activity • Create an escalation path for conversations that don’t have an easy or “out of the box” response Brand Map out a plan for better insight and • Decide what types of conversations, mentions and Action tracking across prioritizing inbound activity deserve a prioritized response and what Item conversations, how they can be escalated time goals should be set to respond and audited when needed, and how your team can track response times and • Assess how the team will have visibility individual-level activity. into responses and engagement to ensure Companies who run and deploy blogs/ communities/FB pages are at risk by not first getting ready. We found that advanced companies have deployed internal readiness such as governance, education, policies, Breakdown: Corporate Social process, and a roll-out program in a pragmatic Media Team method –not jumped to implementation. – Jeremiah Owyang , Altimeter GroupQuestions for further discussion:1. Are there types of activity such as company experiences? What are the processes that ensure announcements or specific content promotions the right people receive notifications when action is that need to be approved by specific people or needed? departments before they are shared publicly? Which 3. How does your social team share or provide content types of content are these? And what specific to be used by the larger group of social contributors? approvals do they require? How can you optimize this process or implement2. What are the types of planned content, general a content repository to make it easier and more community management, and escalated response efficient to distribute content? scenarios that your brand regularly plans for orSpredfast Social Business Textbook 16 Chapter III Music
  • 18. Brand In addition to maintaining globally managed presences on Facebook, Twitter, and Pinterest (among other social example networks), Whole Foods enables over 2,500 employees at its 340+ stores to provide relevant, local, and timely content to Whole Foods their communities. This allows each region to share its own local flavor while preserving brand integrity. Whole Foods has more than 250 Facebook Pages to serve specific metro areas with local, relevant information. Over 300 Twitter accounts engage with and share timely information with local shoppers and residents. Whole Foods’ Pinterest page curates visual products, food and lifestyle ideas, as well as company- related causes.Spredfast Social Business Textbook 17 Chapter III Music
  • 19. IV MATH [Social MEasurement] Complicated calculus aside, nearly everyone needs a rudimentary understanding of basic math principles in life. Embracing metrics to better measure social media effectiveness is an emerging math discipline with many variables. As with any business endeavor, the approach to measurement should first and foremost be based on the goal(s) at hand. Do you want to reach more people to build brand awareness of your brand or is your company focusing on providing a more valuable experience to existing customers? Regardless of goal, the ability to calculate and assess performance demonstrates business impact and aids in program optimization. SOCIAL MEDIA USERS Social Opt-ins Impressions & Reach Engagement Shares & WOM Conversions SOCIAL CUSTOMERS Figure 4.1 The journey from social media users to social customers can be mapped with social media measurementSpredfast Social Business Textbook 18 Chapter IV Math
  • 20. I. EValuating social opt-in audience SOCIALSocial network size can be seen as a vanity metric,but the truth is, the more people who Fan, Follow, or MEASUREMENTSubscribe to your brand across social channels, the more ’so-shəl ’me-zhər-məntopportunities you have to regularly reach your targetaudience. By digitally “opting-in” to receive updates, (v.) The practice of collecting aggregate datasocial users make it easier to communicate with them from social media accounts and interactionsvia social channels. You are also more likely to reach and analyzing how these findings impactmembers of their networks when they engage with and/or enlighten social business goals andyour brand and that activity surfaces in social feeds. To future strategiesmeasure your network size or “social housefile,” brandsshould benchmark and then continuously measure thefollowing metrics: • Facebook Fans • Twitter followers • LinkedIn Company Page Followers II. Calculating Social Impressions Bigger network size allows brands to reach more people with their social activity and marketing efforts. But a • LinkedIn Group Members higher level of impressions, or people who are served your • Google+ Connections content through their network, is achieved by publishing • Blog subscribers more often and sharing content that is valuable to • YouTube subscribers network members. More on how to create better content in the English chapter, but measuring impressions across • Instagram followers your multiple social channels will help your company • Pinterest followers gauge how well your brand is building awareness and • SlideShare subscribers affinity with social users. Not only do certain networks reward engaging content by surfacing it more frequently Brand Identify the networks on which you are active with their algorithms, but your Fans and Followers do as Action and define the best way to benchmark growth well, by sharing, re-tweeting, or Pinning your compelling Item of network size over time. Establish a regular content. Metrics to identify and measure the number of cadence to assess and measure these metrics. people who see your social content include: There are two possible outcomes: if the result confirms the hypothesis, then you’ve made a measurement. If the result is contrary to the hypothesis, then you’ve made a discovery. – Enrico FermiSpredfast Social Business Textbook 19 Chapter IV Math
  • 21. • SlideShare Views • Facebook Impressions Smart Social Tech Tip: • Twitter Impressions Benchmarking and measuring reach and engagement – both from the granular level to the • YouTube Views corporate view – can be achieved across all social • Blog Visits accounts when pulled into the tracked through a • LinkedIn Impressions social media management system. • Google+ Impressions Brand Identify the networks on which you are active SlideShare, YouTube, Pinterest and Google+ Action and define the best way to benchmark and collect impression metrics across each network • Mentions, Replies, and Retweets on Twitter Item over time. Note that each network provides • Shares on Facebook, Blogs, LinkedIn different ways to collect this information, and • +1 on Google+ oftentimes a social media management • Repins on Pinterest system is the only way to truly collect and compare all of these metrics and calculations. • Messages on Facebook and Twitter • Clicks on links in Blog posts, Tweets, Facebook posts, Google+ posts, SlideShare content and LinkedIn postsIII. Measuring engagement through interactionsGrowing a large network and publishing regularly allows • Favorites on Flickr, Twitter, YouTube and SlideShare Brand Determine the most common, and mostsocial brands to heighten visibility and awareness Action important, types of social interaction acrossacross social channels, but measuring the social Item each of your social network presences and how you will track this engagement from theinteractions taken by users actually pinpoints moments corporate overview to the individual accountof engagement and message resonance. While knowing level to show engagement trends over time.that your messages have been seen thousands, if not IV.millions, of times is valuable. Proving that communitymembers are interacting with you demonstrates digital Defining and trackingendorsement. This builds both brand affinity with your social conversionsnetwork over time and increases visibility of your brand Social activity and measurement can be thought of asto their networks. The following engagement metrics a funnel. As with other types of media, building anaren’t necessarily created equal but each can be tracked audience and increasing impressions is important. Butas indicators of audience interest that will help your with social media, brands then have the opportunitybrand make better decisions over time about your to convert community members in meaningful ways.audience’s content preferences: That may mean driving people to a website for more • Likes on Facebook, Instagram, and Pinterest in-depth information, getting them to take a specified • Comments on Facebook, Instagram, LinkedIn, Blogs, action like filling out a form or driving them to a digitalSpredfast Social Business Textbook 20 Chapter IV Math
  • 22. V. Using Social Data topoint of purchase or donation. Through the use of linktagging or integrating website analytic goals with asocial media management system, brands can track this Formulate Future Decisionsactivity with a high level of accuracy to move beyond Social media measurement isn’t a single-dimensionsocial activity measurement into proof of conversion. activity. Collecting the data is only the first step in theCommon conversions to consider tracking include: measurement process. Social brands can and should use this data to analyze performance and trends across • Traffic from social activity to website audiences, content, and activities. These findings can • Form downloads, originating from social links, that help determine: capture additional user information for follow up • Content Preference – which content maximizes • Online Sales originated from social activity and links engagement • Special redemptions such as online coupons shared • Content Efficiency – which content drives conversions via social and redeemed either online or offline • Audience Technographics – who comprises your • Social Downloads on sites such as SlideShare social audiences and what do they seek from your • Online action taken such as petition signatures or brand on social channels? donations originating from social activity Brand Determine what constitutes “successful” Action social activity and create an approach to Brand Define the types of conversions that matter percolate and assess trends at a programmatic Item Action to your brand’s business goals and how you level. Unearth takeaways on which social Item plan to track them through link tagging, activities work best universally and identify website analytics, and social media audience or channel specific trends. management integration. Learn Presentation: DESKTOP Best Practices for Measuring the impact of Social Engagement More openbook Worksheet: Measuring the Impact of Social Engagement Online book Tipsheet: Benchmarking Engagement and InteractionsSpredfast Social Business Textbook 21 Chapter IV Math
  • 23. Questions for further discussion:1. What is the current size of your social networks? 4. Are business conversions such as driving traffic How are you tracking growth over time to assess to your website, on-site sales or user information interest in “opting-in” to social communications? Are capture part of your social program goals? How are some of your networks much larger than others? you tracking these across your digital presences and Does this signal that some networks are more how can your brand track when these are sourced pertinent, and deserving of time, to your social from social activity? How can you report conversion activities? completions regularly to show the success of social programs?2. What is the average number of impressions your social content is receiving on each network? Is this 5. Which engagement data will help your brand make number growing or shrinking? If the number is not more strategic social decisions in the future? How growing, does this signal that your content is not are you gauging the success and traction of social being seen by, or shared across, your networks? content to learn what resonates best with social users? How are you assessing community interests3. What types of engagement does your brand track? and needs to fuel meaningful engagement? Which Are some interactions, such as clicks or shares, more social networks are highest in terms of size? valuable than others such as likes or comments? Is Impressions? Engagement? What does this mean for your level of engagement increasing, consistent, or future planning? decreasing over time? How do these interactions help support success for your social initiatives as a brand? Can you assign a value – numeric or financial – to these engagement types? If you want your whole company supporting your social initiatives, it will help if the whole company (more or less) has access to the scoreboard. Don’t treat social media measurement results like the nuclear codes. Sharing your results will inspire the internal discussions and ideas necessary to take Social Media Measurement your program to the next level. A 6 Step Process - Jay Baer, Convince & ConvertSpredfast Social Business Textbook 22 Chapter IV Math
  • 24. Brand One of the opportunities and challenges about social business, is the sheer volume of data that can be collected and analyzed. AT&T manages example this data overload by focusing on a channel-specific “ultimate metric.” AT&T Learn more about how AT&T uses data to drive strategy by viewing our Social Prep School Webinar. 3,006 74 Facebook: Shares Instagram: Hearts (Likes) 24 28 Twitter: Retweets Google+: +1Spredfast Social Business Textbook 23 Chapter IV Math
  • 25. english V [Creating Social Content] The written word holds great power. And with the introduction of social media into business programs, brands are finding that quality content is a key contributor to social success. Whether a message is a 140-character Tweet, a brief reply written to a comment on Facebook, or a 1,000 word blog post, each action taken in social is rooted in content creation. Social activity can be categorized into three areas. Content development for social activity can be created directly by a brand, such as status updates, long form materials such as white papers, or multimedia such as images and video. Content can be curated from social users, media, or industry sources and shared to build relationships and engage with social audiences. And of course, brands can respond to or join existing conversations to build richer, meaningful relationships with key online communities. CREATE CURATE CONVERSE Figure 5.1 Successful social programs look at content through three lenses to create, curate, and converse.Spredfast Social Business Textbook 24 Chapter V English
  • 26. I. Thinking like an author and creating great content SOCIAL ContentTrue, content is king. But not just any content will sparksocial conversation with your audiences. Ask yourselftwo key questions when planning content: What is yourobjective in publishing to your online communities? And, ’so-shəl kən-’tentwhat is your customer’s objective in connecting with (n.) Content that is created, curated, or partyou on social channels? When considering your brandgoals: Is it to raise awareness? Inspire engagement? Or of a conversation to fuel social programto convert users in a defined way? When considering activity and engagementcustomer goals: Is it to learn something? To get a gooddeal? To be heard? Depending on your answers to thesequestions, multiple types of content can be used and • Identify which actions you would like your socialshared with social communities. Some of this might network to take. Map these potential actions orneed to be created from scratch, but other content might conversions to the types of content and calls toalready exist within your company. To best assess what action that help motivate the corresponding activity.types of “owned” content your brand can share in social: • Audit your brand’s existing content library. Content Make a list of content your social team Brand such as case studies, customer stories, rich needs to create on an ongoing basis – from Action multimedia, or industry relevant knowledge or status updates on Facebook and LinkedIn to Item advice can be repurposed for social consumption. long form blog posts and videos – and create an editorial calendar to address timing for • Use social measurement insights to determine new creation and sharing. content needs. Examine social engagement metrics and determine which types of content receive II. the most interaction. Use this insight to guide decisions around new content creation. Acting as a publisher and • Assess implications of length and media type. You curating content to share might have 140 characters to Tweet, but keeping Social media activity inspires word of mouth sharing. messages short enough to Retweet can make your In this vein, companies shouldn’t focus singularly on message easier to share. Text may provide richer sharing brand-only content. Rather, they should use a messaging options, but remember, a picture is critical eye and share the most valuable and relevant worth a thousand words (and is shown to be more content with their networks. Often, this might be shared engaging and shareable). from community members, industry experts, or media If you would not be forgotten as soon as you are dead, either write something worth reading or do things worth writing. – Benjamin FranklinSpredfast Social Business Textbook 25 Chapter V English
  • 27. sources. Publishing a diverse set of content both ensuresyou are keeping audience members (and their values) Smart Social Tech Tip:top-of-mind and helps build community by giving credit Planning, creating and scheduling content in advanceand attention to other valuable industry resources. When through a social media management system allowsbuilding a curation framework for your brand, consider brands to engage across all social networks andthe following sources and how they may bolster your ensure the right mix and cadence of content isregular social content rotation: shared per the company’s desired strategy. • Timely industry news and implications • Content from channel or business partners • Customer/client content, news, and updates • Prompts for users to respond, reply, or provide feedback in daily content to stimulate interactions • Industry conversations and commentary • Calls for content that allow users to submit and/or Identify relevant information sources – such share their own ideas and creations Brand as news outlets, industry blogs or sites, spe- • Open-ended questions to begin organic Action cific users, pundits, and partner social ac- conversations Item counts – and outline the most useful ways • Keywords, hashtags or specific accounts that to curate and share this information as part your brand, through listening efforts, can monitor of your ongoing social activity plan. for opportunities to add insight on existing conversationsIII. • Responding to mentions, brand-related operating as a conversations, and questions to fuel existing correspondent and customer conversations involving your brand (or competitors)engaging in conversationSocial media is, after all, about being social and interacting • Discussion threads, groups, chats, and industrywith others. This is why the conversation part of the leaders’ sites where your brand can add value andcontent framework is so important. You will undoubtedly feedback to other respective communitieswant to share content and updates about your company,products, and industry, but your brand also has a keen Brand Brainstorm—create a list of relevant andopportunity to participate in conversations already taking Action strategic conversations where your brandplace. The obvious conversations are those surrounding Item can participate and assess which of theseyour company or products. But what about the organic you should start yourself on owned accountsconversations taking place among your customers? Or and which of these are already taking placerelevant discussion threads taking place across hashtags, elsewhere where you can begin participat-groups, or news sources? Better yet, what conversations ing as a valuable community member.can your brand start? To get an idea of your most valuableconversation engagement options, consider the following:Spredfast Social Business Textbook 26 Chapter V English
  • 28. Content isn’t just another channel. It’s a mindset. It’s not new, but instead, technology and social tools and platforms have created new opportunities, which continue to evolve, and afford us new ways to respond to customers and Putting Content in Context communicate with them. - Ann Handley, Marketing Profs Learn DESKTOP Presentation: Spruce up your social with great content More book TipSheet: Making Facebook Content Newsfeed-Worthy Online compose Blog Post: Adopting Social Media Company Wide Tipsheet: book How Does Your Social Garden Grow?Questions for further discussion:1. Creation: what content does your brand already sources that regularly provide content that your have at its fingertips that can be shared to seed audience would find valuable? conversation across social channels (overviews, 3. Conversation: where are existing conversations guides, presentations, multimedia)? How often can taking place that you can not only share (curate) but you commit to creating new content like multimedia, also participate in? Are there specific blogs, Twitter blog posts, or shareable assets? accounts, or hashtags or LinkedIn Groups where you2. Curation: which relevant people, topics, or should become active in ongoing discussions to add conversations should your brand monitor to find more insight and value? shareable content for your own social accounts? 4. What is your brand’s ideal mix of creation vs. Are there customers, pundits, influencers, or news curation vs. conversation?Spredfast Social Business Textbook 27 Chapter V English
  • 29. Brand The CW Television Network is home to shows like 90210, Gossip Girl, The Vampire Diaries, and the Sex and the City prequel, The Carrie Diaries. The social presences example for each show are tailored to the style and audience of the show. For instance, in addition to sharing updates on the show, cast, and crew, @gossipgirl dishes The CW on the latest celebrity gossip (you know you love her). See how other CW shows create and curate great content and converse with their fans. To promote the new Carrie Diaries, custom images of characters from other series in “8-Bit” mode were created to spread the word about the premiere. Create Fans of The Vampire Diaries can join in on Most of the tweets in the America’s Next Top weekly live chats on Twitter during episodes Model Twitter feed are curated from past using a custom hashtag created to start and contestants, fans, and Ms. Tyra Banks herself. keep track of the conversation.Curate ConverseSpredfast Social Business Textbook 28 Chapter V English
  • 30. Social Studies VI [Segmentation and Targeting Social Audiences] Studying a group’s activity over periods of time can unearth cultural, social, and behavioral trends. In social media, being a member of a brand’s social network doesn’t mean that you share the same interests and motivations as other members. Similar to groups of actual customers, different social segments have diverse needs, desires, and motivations for engaging socially. Target audience profiles in business are built based on emerging demographic, psychographic, and behavior patterns. The same is true across social media. The great news is, social networks like Facebook and LinkedIn are allowing social brands to better access these data points to learn more about the people within their networks. Brands can then utilize features on networks like Facebook and LinkedIn to actually target activity to distinct audience profiles based on age, location, language, work title, industry or interests. BRAND MESSAGE GEOGRAPHY INTERESTS DEMOGRAPHICS Figure 6.1 Brand messages can be tailored to reach distinct social segments based on geography, interests, or demographicsSpredfast Social Business Textbook 29 Chapter VI Social Studies
  • 31. I.Studying audience characteristics - definingtarget audiences SegmentationThe first step in identifying specific social audiencesis to classify the different interest and user segments and Targetingwithin your networks. These will likely be different from seg-mən-’tā-shən ən(d)network to network, but diving into audience insights ’tär-gət-iŋprovided by social networks like LinkedIn, Facebook,and YouTube will key brands into who makes up their (v.) The act of defining groups ofcommunity and why they are interested in the brand’s similar audience members – based onsocial content. To start understanding the audience demographics, psychographics or behaviorssegments within your brand’s social network: – and directing specific activity and/or • Learn about your audiences’ demographic conversations directly towards these groups compositions. This includes audience traits such as age, gender, and location. Are there distinct age groups within your Facebook network? Are there more Senior and/or Manager level users These discoveries will help in crafting activity to within your LinkedIn following? Can you identify connect with the largest group possible when key geographic concentrations of Fans, Followers, wide-casting across social networks. or Subscribers? This information can be obtained Study the audience composition of your through insights provided natively by social Brand networks from the data provided in networks, and an aggregated view created using Action Facebook Insights, LinkedIn Insights and analytics from social media management systems Item can help identify cross platform trends. Brands YouTube analytics and your social media that familiarize themselves with this information management system to identify specific will be better suited to provide content and create audiences to whom your brand can begin conversations that resonate with social audiences. targeting more personalized messages. • Identify critical masses. Many brands choose to II. share wide-casted activity across social networks instead of, or in addition to, targeting messages. Talking to the right people - Activity such as company news, product launches, Embracing network targeting and special announcements may be relevant When wide-casting doesn’t provide a personal enough to your entire network, but understanding the experience, the social networks now provide brands composition of the audience majority can help with the publishing power to share tailored content with create messages that connect most broadly. specific network segments. Rather than wide-casting Are most community members located in North social messages that pertain to a specific community America? Do women outnumber men? Is a specific segment, brands can personalize and target specific age group or professional cohort most engaged? messages. This ability to laser target messages basedSpredfast Social Business Textbook 30 Chapter VI Social Studies
  • 32. on age, geography, language, and areas of interest –across Facebook and other networks – means that social Smart Social Tech Tip:activity can now be more personalized, and effective, Social media management systems allow brandsthan ever before. to both target specific audience groups, as well as define “pre-determined” segments to communicate Brand Build “social profiles” based on your with to make message targeting simpler and Action network analysis, and use these profiles accessible to larger groups of contributors. Item to target messages when appropriate (e.g. use geo-based profiles to promote regional sales, professional cohort based profiles to promote an executive level training). • Views • ClicksIII. • Shares Picking up on social Cues - • Likes Optimizing messaging for • Commentskey segmentsZeroing in on user behavior helps social brands better Assess and decide how particular social Brandengage their networks. As you begin targeting specific audiences within your network(s) are Actionsegments with personalized content, track how more likely to engage in specific ways (i.e Itemindividual segments react to and engage with this comments vs. shares) or be responsive toactivity to gain insight about which content is most specific messaging and optimize content forengaging to each of your targeted segments. LinkedIn those segments to enhance likeability orInsights and the Facebook Message Dashboard are two sharability.places that brands can find information about audienceengagement. Whether wide-casting or targetingspecific groups with specific messages, the followingengagement elements can teach your brand whatactivity is most compelling and how to utilize specificcontent better in the future: Learn compose Blog Post: More Targeted Status Updates Bolster Engagement on LinkedIn Blog Post: compose Online Facebook’s Page Post Targeting Reinforces Importance of EngagementSpredfast Social Business Textbook 31 Chapter VI Social Studies
  • 33. Questions for further discussion:1. How do your audiences vary across your brand’s 3. Do engagement trends exist that highlight high different social channels? Are there noticeable performing content and activity? Do specific types differences between age, gender, location, language, of content, like pictures or videos, out-engage or education/professional level? text updates? Or vice versa? Are there themes or specific conversation focus areas that yield more2. Based on knowledge of audience segments, which interaction than others? Is this based on targeting groups should your brand be targeting on Facebook? to a specific segment? On LinkedIn? What are the overarching traits of your entire audience to keep in mind when publishing to your entire network? The place where [social is] going is hyper local. So, it’s not enough to just post to the broad Facebook fan page community, you have to think about what do people in Austin, Texas care about? What do people in Chicago care about? What do people in Minneapolis care about? Social Brands Chime in: Social Because if you’ve got a really diverse customer, Business in 5 Years you can’t just be posting generically, you have to be thinking about what customers in each of those markets would care about. – Chuck Hemann , WCGSpredfast Social Business Textbook 32 Chapter VI Social Studies
  • 34. Brand With 18,000 retail stores in 60 countries, Starbucks customers are as diverse as the iconic coffee chain’s handcrafted beverages. In addition to example segmenting social presences by consumer interests (Starbucks Frappuccino starbucks has over 10M fans on Facebook and 27K Twitter followers), Starbucks also segments audiences and utilizes message level targeting by: Location LanguageSpredfast Social Business Textbook 33 Chapter VI Social Studies
  • 35. Student Council VII [Social Engagement & Community] Student councils engender democracy, leadership, and civic engagement. And what is social media, if not democratic and engaging? All the content and sharing in a social brand’s world is only as strong as the interaction, conversation, and response it inspires. For this reason, building community and inspiring engagement is one of the most important subjects for social brand practitioners to master. Regardless of company size or industry, social media engagement can bolster positive brand perception and create meaningful experiences. COMMUNITY ENGAGEMENT RECIPROCITY AND REACTIVE ENGAGEMENT LIGHTWEIGHT CONVERSATIONS AND INTERACTIONS SHARE WORTHY CONTENT AND EXPERIENCES COMMUNITY INTERESTS BRAND MESSAGE Figure 7.1 Understanding and interacting with network members can translate a brand message into community engagementSpredfast Social Business Textbook 34 Chapter VII Student Council
  • 36. I.Getting a pulse on the community - Understandinguser needs and wants SOCIALThe first step to connecting with social users is Engagement & Communityunderstanding what matters to them. While your socialmedia programs may focus on furthering your businessgoals, no audience will engage and interact if youdon’t make the experience relevant to them. Any solid ’so-shəl in-’gāj-məntrelationship is built around mutual interests and values. ən(d) kə-’myü-nə-tēWhen examining opportunities to build meaningfulconnections, start by asking: (n.) The interaction that takes place • What do existing community members talk about between brands and their social networks on social channels? • What do customers and partners that are not part of your social community talk about both in social Brand Assess which social activity across accounts and offline? Action has inspired interaction or direct shares in • Why do your social connections follow you? Why do Item the past, and incorporate more of these they follow other similar brands in social? activities in your content editorial plan. • What are the specific needs of your social network? Brand Action Item Identify what your brand is willing to do to meet or exceed the needs and desires of your social customers. III. Prepping for the big event- Planning ahead to enable real-time engagement One of the core advantages of social media, inII. comparison to other channels, is the ability to interact in Leading the Pep Rally - real-time across a variety of networks. This reactionary Creating share-worthy engagement may range from quickly answeringexperiences questions asked by customers and responding,Social engagement is a measure of genuine user to feedback about content on one of your ownedinterest and can help build awareness and loyalty over channels, to externally engaging with digital chats,time. A user’s interactions are shown in their newsfeed, Group discussions or industry blog posts. However, ifmaking the interactions viewable to their network. And your brand doesn’t proactively plan out (and schedule)when content is really good, users will share it directly activity to inspire engagement beforehand, you willwith their networks. For these reasons, optimizing have less bandwidth for real-time interaction. As withcontent to be interaction-worthy and share-worthy will other communication channels, outlining content andexponentially increase the reach and word of mouth communication plans in advance ensures the creationeffect your social presence will have. and sharing of activity with strategic timing andSpredfast Social Business Textbook 35 Chapter VII Student Council
  • 37. distribution across channels. But on social, it also meansyou have more time to monitor, interact, and find new Smart Social Tech Tip:ways to engage. To get the most out of your interactions Planning out content and activity with a centralizedon social, brands should: social editorial calendar within a social media • Determine the ideal cadence of sharing and management system allows social teams to plan publishing content across your individual social in advance, ensure a regular cadence of engaging accounts activity and aids in productivity with pre-scheduling • Map out the ideal mix of created content, curated across a wide variety of social network accounts. materials, and conversation starters • Assign team members to regularly create, share, same is true for brands. By sharing easily consumable and start conversations with an consistent cadence content more often, brands are more likely to surface in a newsfeed and can cover a broader variety of topics to Brand Follow the above three steps and add the cater to diverse audience interests. Action assigned activity and content to your social Item editorial calendar –aligning each of the areas Brand List out the evergreen and timely topics that with ongoing content and timely, campaign- your social audience is interested in and de- Action specific activity. termine short, interesting ways to share and Item encourage feedback for this content across your social presences.IV. Mingling with the crowd- Creating LightweightInteractions V. initiating community service- EmbracingLengthy content contributions – such as blog posts, reciprocity and Responsevideos, and long-form digital assets – are great ways If social media is all about engagement and interaction,for brands to establish thought leadership, provide in- don’t focus solely on your brand. Create engagement thatdepth explanations to complex topics, or aid in brand builds relationships and positive brand perception, whilepositioning. But consistent, lightweight activity can be also creating a positive experience that will delight yourjust as powerful. Like most interpersonal relationships, social customers. We don’t usually maintain friendshipswe regularly have many small conversations interspersed that only revolve around one person in the relationship.with less-frequent, more in-depth interactions. The It’s crucial to find ways to acknowledge and reward the We were born to unite with our fellow men, and to join in community with the human race. – CiceroSpredfast Social Business Textbook 36 Chapter VII Student Council
  • 38. individuals in your social networks. There is no limit to • Comment on or about relevant conversations –the types of reciprocity and return engagement your whether they are on your own channels or directlybrand can create, but things to consider including are: on other relevant channels like blogs or social • Thank social users when they give feedback, share, Pages or give praise to you in social Brand Determine the different opportunities to • Answer questions asked by social users Action share, react, and add conversational value • Acknowledge social users to prove you are Item to the different touchpoints you have with listening and attentive your social networks. • Provide bonus content or valuable add-ons to conversations taking place about you or your industry • Share content from customer and industry accounts to help foster a sense of social community Learn DESKTOP Presentation: Building Social Community and Increasing Loyalty More openbook Worksheet: Increasing and Cultivating Brand Engagement Online book Tipsheet: Generating Buzz Among Your Social Customers Worksheet: openbook Building and Increasing Social Customer LoyaltySpredfast Social Business Textbook 37 Chapter VII Student Council
  • 39. Questions for further discussion:1. From action taken and feedback given, what has publication? Does your team utilize a social editorial your brand learned are the interests, needs and calendar to plan out social activity in advance? If desires of your social networks? Are they following not, how can you introduce a more programmatic you for a particular type of activity? Content? way of planning social to leave time for real-time Reward? interactions and conversations?2. What types of content and activity have proven most 4. Aside from campaigns and planned communication shareworthy or conversational in the past? Are there activities, what opportunities are there for your opportunities to provide more of this in the future? brand to create regular, lightweight conversations Should your brand be considering asking for specific and interactions with community members? feedback or actions to generate more engagement? 5. How are you responding to or acknowledging3. How are you planning ahead to pencil in specific community activity? Are there ways you can find to content creation, activity and sharing prior to actual “delight” and surprise social users with more value? Businesses must learn that relationships are earned and earned again and communities What Your Business are built upon a foundation of mutual value, Needs to Know About Facebook’s EdgeRank entertainment, and empowerment. - Brian Solis, Altimeter GroupSpredfast Social Business Textbook 38 Chapter VII Student Council
  • 40. Brand As a member-owned co-op, REI knows a thing or two about building community. Committed to providing gear, guidance, and inspiration example to get outdoors, REI does a great job of providing all of the above REI via social channels. Guidance: It’s the oldest trick in the (social) Gear: Taking a queue from the “Man your Man textbook. REI uses infographics, like this clever could Smell Like,” campaign REI “Green Vests” “Zombie Survival Gear” to convey information employees made instant video responses about products and outdoor activities. to holiday gift questions in their #giftpicks campaign, and created easily accessible Gift Guide boards on Pinterest to inspire shoppers. In addition to brand specific activity, REI participates in community conversations surrounding National Parks and National Inspiration: With the multichannel #REI1440 Geographic—two obvious topics of interest to campaign, REI is creating an interactive their consumer demographic. timeline of all 1,440 minutes of the day spent enjoying the outdoors from users’ content.Spredfast Social Business Textbook 39 Chapter VII Student Council
  • 41. VIII Chemistry [paid / owned / earned] Like most chemical compounds, social media marketing success isn’t composed of a single element – it’s a mix of multiple aspects of internal and external engagement. An effort to classify the many social elements into a periodic table would result in three distinct categories: owned, earned, and paid activity. It is not enough to simply create great owned content, brands must also learn how to best harness the earned activity that it yields. Paid options across networks like Facebook, Twitter, and LinkedIn allow brands to build awareness and engage broader audiences, often utilizing owned and earned elements to do so. Paid AMPLIFICATION Earned BRAND AWARENESS DISCOVER + INTENT CAPTURE Owned BRAND EXPERIENCE Figure 8.1 Paid, owned, and earned media elements work in concert to amplify messages, build brand awareness and surface user intentSpredfast Social Business Textbook 40 Chapter VIII Chemistry
  • 42. I. Calibrating owned contentCovered in depth in the English chapter, great brand PAID/OWNED/content is a critical element in interesting, inspiring,and engaging social customers. If your content EARNEDaccomplishes any or all of those three things, social ’pād ’ōn-əd ’ərn-ədnetwork size will grow, interactions will increase, andsocial activation will lead to word of mouth sharing from (v.) The artful science of combining contentbrand network members to their own connections. The on owned media channels with earnedkey to concocting optimal content lies in understanding audience interactions and paid advertisingand targeting key audiences, measuring engagementto understand performance, and using these two options to increase the impact of socialtakeaways to continually optimize content. The good marketingnews? Optimizing owned content drives earnedmedia and can be promoted using paid media, all ofwhich combine to exponentially grow social reach, user engagement, a digital endorsement of sorts,engagement, and conversions. exposes your brand to new, likeminded audiences over time. Earned media is often the result of great owned Brand Review your brand’s optimal content content. Did someone love a post on your website and Action creation and sharing activity from the share it with their friends on Facebook? Did a follower Item English chapter and identify the most feel compelled to Retweet your 140 character message engaging and/or furthest reaching content to their own audience? Was an in-person event such published by your brand. a hit that attendees took pictures and shared them on Instagram? While a lot of earned engagement is a direct response to a brand’s owned content, don’t forgetII. Harnessing Organic Reactions - earned mediaGreat owned content created and shared by a brand about spontaneous reactions–the organic conversations that unfold on social channels when customers have something to say about your brand–positive, negative, or neutral. In either case, the key to cultivating moreis a driver of online word of mouth sharing. When positive earned media is delighting social customersusers engage with social content, those interactions with consistent, high–quality content and experiencesare shared across those user’s networks and broaden across channels and in real life.brand recognition beyond its opt-in networks. This The whole is greater than the sum of its parts – AristotleSpredfast Social Business Textbook 41 Chapter VIII Chemistry
  • 43. Brand Identify engagement trends across your Action networks. Are there specific types of Smart Social Tech Tip: Item audience activity or responses that you Make the discovery of high-performing content and could leverage further? Could you Retweet audience engagement easier and streamlined across customer praise? Repin an image on your team by tracking and assessing performance Pinterest that features a creative use of your across all channels with centrally-provided analytics product? in a social media management system.III. Catalyzing engagement with paid optionsIf owned and earned media are key elements of social Social Ads: Facebook ads exist on the right-hand column of the network site and allow brands to includesuccess, paid media is the catalyst that drives the reaction. personalized creative elements to call attention to theAs brands and individuals create and share more and more message. These ads can link to a Facebook Page orcontent, user consumption habits and social network other owned online destinations and can be targetednewsfeed algorithms have evolved to manage content at a granular level to users based on demographics,overload. The harsh reality is that organic brand content psychographics, or online rarely (if ever) seen by the brand’s entire network. Fanscheck Facebook at different times throughout the day, Sponsored Stories: Sponsored Stories use earnedhundreds of thousands of Tweets are made each minute, behavior to promote your Facebook Page to friends ofand users’ LinkedIn feeds are constantly being updated people who already “Like” you on Facebook. Since peoplewith notifications from connections. By augmenting tend to connect with others that share similar interests,organic social activity with paid media buys, brands can Sponsored Stories allow brands to promote contentreach more people by increasing visibility of owned and to like-minded social users often with the objective ofearned touchpoints in the heart of the social networks – getting those individuals to also opt-in to the brandsthe newsfeed. The three networks with the richest paid network or to answer an explicit call to action in the post.options today include: TwitterFacebook Twitter’s paid options focus on surfacing existing organicFacebook offers three paid ways to reach and engage content and elevating a brand’s presence on the networksocial users. and offers the following paid options:Promoted Content: To guarantee Facebook posts Promoted Tweets: Brands can pay to promote Tweetssurface in the newsfeed of more Fans and friends of made from a corporate account. These promotions canFans, brands can pay to “juice” organic content. Brands be targeted based on a number of options such ascan promote content at the time of posting or later, once geography, Followers, friends of Followers, and searcha brand determines whether that content is organically terms such as relevant topics, events, and keywords. Thisengaging and should be given additional exposure. This type of promotion can be used to share an importantoption is tiered based on estimated post reach. announcement or specific call to action.Spredfast Social Business Textbook 42 Chapter VIII Chemistry
  • 44. IV. Alchemy - Turning Paid,Promoted Accounts: For brands looking to raisevisibility of their presence on Twitter, they can promotetheir account to appear in the search results for specific Owned, and Earned Mediakeywords or in the “Who to Follow” prompt for users that into Social Goldhave similar interests as the brand’s existing followers. Most brands experience noteworthy growth in socialThis type of promotion specifically encourages Twitter impact when they incorporate paid, owned, and earnedusers to follow a brand account. elements into their social programs. Determining when and how to combine these elements should be basedPromoted Trends: Twitter’s “trending topics” is one of on the business objective you seek to achieve. Is yourthe most highly visible sections on the site, and informs brand issuing a call to action to convert on a new productusers of the most popular topics and trends at any given or promotion? Social ads and promoted posts might bemoment. Now, brands can pay to amplify topics or trends most appropriate. Are you trying to raise visibility ofin order to help grow conversations and engagement. your brand and grow your network of interested Fans and Followers? Leverage your existing networks toLinkedIn reach their likeminded friends with Promoted Accounts,LinkedIn, the social network aimed at connecting Sponsored Stories, or LinkedIn ads. Are you are lookingprofessionals, provides companies with paid advertising to fuel engagement of timely, relevant, or organicallyoptions to reach target users. popular content you’ve already shared? Promoted Content and Tweets can help grow the impact of yourLinkedIn Ads: LinkedIn Ads, served in various locations already-successful organic posts.across the social network, can be used to promoteproducts, promotions, or direct calls to action, as well Brand Evaluate your existing content, useras advertise a brand’s LinkedIn Company Page to drive Action engagement, and available paid socialtraffic and gain Network Followers. Item options. Develop and test hypotheses on the optimal combination of paid, owned, and earned media to achieve specific social Brand After assessing what social networks are business goals like building awareness or Action the focus for your brand, determine what converting users. Item your goals are with social activity and align the types of paid social promotions and advertising options that meet these needs. Learn globe Website: Facebook for Business More globe Website: Twitter for Business Online globe Website: Advertising on LinkedInSpredfast Social Business Textbook 43 Chapter VIII Chemistry
  • 45. Questions for further discussion:1. Create a list of your brand’s optimal “owned” media. 3. Evaluate the options for paid social promotion and This might be specific types of content or online advertising and determine which will help you destinations and channels like websites. Form an achieve your social business goals. Develop a budget opinion on which content and destinations are to both promote high-performing social content and best suited to share, highlight or promote for social to create custom social advertisements. Coordinate engagement opportunities. with your media team to identify areas of overlap and collaborate across traditional and digital media2. Assess user engagement trends that are prompted channels. by brand content or are occurring organically. Consider reinforcing top performing content with paid elements. Assess opportunities to create or engage in existing conversations to help propagate positive online discussion. Paid, owned, and earned media? It’s rapidly becoming all just…media. Ads, blog post, social interactions – either they’re interesting (or entertaining, or engaging, or helpful, etc.), or they’re not. Brands must integrate paid, owned and earned channels now. It will not only make marketing more effective and The Converged Media Imperative efficient, but it will prepare them for the future. – Rebecca Lieb, Altimeter GroupSpredfast Social Business Textbook 44 Chapter VIII Chemistry
  • 46. Brand Rackspace Hosting combines paid, owned, and earned elements to connect with users and fans of the open cloud company. By sharing example great owned content, amplifying positive earned media, and using paid options to promote the company on social channels, Rackspace Rackspace increases brand awareness, builds brand loyalty, and guides social network members to points of conversion. Paid Advertisements Point to Website with Earned media improves brand perception. By a Direct CTA. These right rail Facebook Ads Retweeting an excited partner or engaging include a clear call to action and compelling with a user’s positive review, Rackspace purchase info. continue to build positive brand awareness. Compelling owned content builds awareness Putting it all together: Paid, Owned, and and loyalty. Rackspace created a video Earned. In a single post, Rackspace is sharing asking kids to explain the cloud. When an earned media impression (press coverage) shared on Google+ and Facebook, the video from an owned social property (Facebook was Shared and Liked/+1’d many times. page) and amplifying the message with paid promotion (Facebook Sponsored Stories.)Spredfast Social Business Textbook 45 Chapter VIII Chemistry
  • 47. ABOUT Spredfast Based in Austin, Texas, Spredfast provides social media management software that allows organizations to manage, monitor, and measure their social media programs at scale. Spredfast enables more people, in more places, to engage in more conversations from a single platform on supported social networks like Facebook, Twitter, LinkedIn, YouTube, Foursquare, and popular blogging platforms. Some of the enterprise and agency adopters on board with Spredfast include AT&T, Jason’s Deli, Warner Brothers, Whole Foods Market, AARP, AGAIN Interactive, Coty Beauty, HomeAway and WCG. For more information: Visit Contact us at Don’t forget to Stay Social Like Follow Connect +1Spredfast Social Business Textbook 46 Volume I First Edition
  • 48. | The Social Business Textbook Volume I • First EditionSpredfast Social Business Textbook 47